Optimized sales training requires three critical aspects; combining effective sales enablement, people skills, and situational awareness
July 31, 2018 08:30 ET | Source: Amalgam Insights
BOSTON, July 31, 2018 — It turns out that the traits common to the best salespeople aren’t necessarily innate; research indicates they can be scientifically coached to be top producers. A new report, issued today from Amalgam Insights, evaluates the technology vendors who are leading the industry in optimizing this kind of training.
Todd Maddox, the most-cited researcher in corporate learning and Learning Science Research Fellow at Amalgam Insights, authored this report. This research uniquely identifies learning science approaches of optimizing sales training, which Maddox says requires a combination of effective sales enablement, people skills, and situational awareness.
The companies recognized in this research are (in alphabetical order): Allego, Brainshark, CrossKnowledge, Gameffective, Highspot, JOYai, Lessonly, Mindtickle, Qstream, myTrailhead, Seismic, and Showpad.
“Companies are continually looking for a competitive edge; leveraging technology to develop a top-tier sales force is a key area for improvement,” Maddox says. “If you want sales enablement and training tools that are highly effective, they must be grounded in learning science – the marriage of psychology and brain science. Many sales teams and sales-focused vendors have access to these tools. What is needed is an effective way to leverage these tools to maximum advantage,” he added.
Maddox’s report notes that successful companies work to map sales processes to three distinct learning systems in the brain:
- The cognitive skills learning system is about knowing facts (the “what”) and is directly linked to sales enablement;
- The behavioral skills learning system is about behavior (the “how”) and is directly linked to people skills training; and
- The emotional learning system, which is about “reading” people and situations (the “feel”) and is directly linked to situational awareness.
“When these three traits are combined, salespeople become far more effective in understanding both the tangible and intangible needs of their customers and can craft and deliver solutions that continually produce solid results for their companies,” Maddox said.
Maddox’s report, “2018’s Best Sales Enablement Solutions for Building Better Sales Brains,” is available for Sales VPs, Directors, and Managers at www.amalgaminsights.com.
About Amalgam Insights:
Amalgam Insights (www.amalgaminsights.com) is a consulting and strategy firm focused on the transformative value of Technology Consumption Management. AI believes that all businesses must fundamentally reimagine their approach to data, design, cognitive augmentation, pricing, and technology usage to remain competitive. AI provides marketing and strategic support to enterprises, vendors, and institutional investors for conducting due diligence in Technology Consumption Management.
For more information:
Hyoun Park
Amalgam Insights
hyoun@amalgaminsights.com
415.754.9686
Steve Friedberg
MMI Communications
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